Actions to Complete1. UFC2. Determine Fit/30 sec. commercial3. Qualifying Questions4. Outcome: go or no go?

Pivotal Points• Bonding and building rapport• Scope of work• Top 3 pain points• Budget• Decision makers

3-5 Minute Phone Call

Stage 1

Infusionsoft1. Create Opportunity for contact2. Change pipeline stage to “Contacted”

Actions to Complete1. UFC2. Specific questions3. Identify Pain/Budget/Decision4. Outcome: go or no go?

Pivotal Points• Find out current process• What products do they use or are interests them• Pain points/Discover technology

Discovery Appt.

Stage 2

Infusionsoft1. Change pipeline stage to “Discovery”

Actions to Complete1. UFC2. Review Pain/Budget/Decision3. Provide solutions and budget4. Outcome: go or no go?

Pivotal Points• Provide solutions to pain points

Proposed Solution

Stage 3

Infusionsoft1. Send proposal via Infusionsoft2. Change pipeline stage to “Proposed Solution”

Actions to Complete1. UFC2. Review decision

Pivotal Points• Demonstrate solution to pain points

Demo

Stage 4

Infusionsoft1. Confirm pipline stage is on “Proposed Solution”

Actions to Complete1. Get agreement to prospect2. Legal review if necessary3. Complete agreement

Pivotal Points• Verify you have all the needed information• Set up documents with operations using client’s notes.

Contract Negotiation

Stage 5

Infusionsoft1. Send agreement via Infusionsoft2. Change pipeline stage to “Contract Negotiation”

Actions to Complete1. Diffuse bombs2. Transfer relationship to dedicated Screening Specialist3. Logistics4. Research & review lost sales

Post Sell

Stage 6

Infusionsoft1. Set follow-up task to check in on client in one month2. Create task to follow up on lost opportunities3. Change pipeline stage to “Won” or “Lost”

Sales Processs